IMMUNE COMPLEX

Gartner says sales professionals today need to teach prospects by challenging them. The Training Industry says most reps lack the training and coaching to engage prospects properly, especially if they can't meet with them in person.

 A decade of research verifies that most salespersons default to a canned "here's what we do" approach, which is why 80% of leads are never converted to sales. Remote selling and high stress times makes this problem far worse.

B2B sales executives site lengthening sales cycles, especially when sales reps can't meet in person or attend events, as the #1 reason for leadership stress and missed sales team quotas. High rep absenteeism increases this problem.